Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy. To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/

1. [ ]BUILDING A SALES TEAM

3. This is how
it all began

4. 3 years later

5. The Most Important Thing You Sell Is…
THE FACT THAT YOU CARE

6. AUTHENTIC
CURIOUS
HELPFUL
What Is Sales All About?

7. Recognize Where You Are In The Lifecycle
Search for
Product/Market Fit
Search for Repeatable & Scalable
& Profitable Growth Model
Test
Hypothesis
Prove the
Value
Prove it can
be sold
Find
Repeatable
Sales Motion
Prove non-
Founders
can sell
Make it
Scalable
Ensure
Customer
Success
Make it
Profitable
Hit the Gas
and Scale
Scale the
org & its
processes
Etc.
1 2 3 4 5 6 7 8 9 10 11
Scaling the
Business

8. Find Repeatable, Scalable Growth Model
ACCELERATE
AND SCALE
THE BUSINESS
Sales Operations
Executive Hiring
Internal recruiting engine
Sales team specialization
How to accelerate sales
team
MAKE IT
SCALABLE AND
PROFITABLE
Forecasting / Pipeline
Mgmt
Business Planning / Quotas
Sales Enablement
How to manage the board
Culture / Team Motivation
SEARCH FOR
REPEATABLE
SALES MOTION
Recruiting
Interviewing
Early sales enablement
Sales Compensation
Revenue
TEAMSTRUCTURE

9. Find Repeatable, Scalable Growth Model
ACCELERATE
AND SCALE
THE BUSINESS
Sales Operations
Executive Hiring
Internal recruiting engine
Sales team specialization
How to accelerate sales
team
MAKE IT
SCALABLE AND
PROFITABLE
Forecasting / Pipeline
Mgmt
Business Planning / Quotas
Sales Enablement
How to manage the board
Culture / Team Motivation
SEARCH FOR
REPEATABLE
SALES MOTION
Recruiting
Interviewing
Early sales enablement
Sales Compensation
Revenue
TEAMSTRUCTURE

10. Objectives
What is my
target market?
What is my
message?
How do I find
customers?
How can I
reach them?
How do my customers
make a buying decision
How do they
purchase?
How do I make
them successful?

11. Sales Team Structure
VICE PRESIDENT
or
DIRECTOR SALES
1 ACCOUNT EXECUTIVE
with
TRAILBLAZER
MENTALITY
MAYBE 1 SDR
and / or
CUSTOMER
SUCCESS PERSON

12. Profile
Blueprin
t
Network
+
Referrals
Social
media
Agencie
s: How
to
Forget
Airport
test
RECRUITING

13. INTERVIEWING
Has done
this
before
Understan
dsown
success
Enthusiasti
c
Can
capture
and read
an
audience
Knows
how to
handle DM
Knows how
to navigate
accounts
and close
deals

14. SALES ENABLEMENT
IN THE EARLY DAYS
Replicat
e
yourself
Mock
calls
As many
custome
r calls as
possible
The
best
time
to
learn…
No call
without
a
blackshe
et
Blue
prints

15. Compensate
on what
you need to
accomplish
Eventually…
bookings!
Observations,
learnings,
recommendatio
ns
SALES COMPENSATION
Conversations
Opportunities
Proposals
Deals Closed
By number

16. Find Repeatable, Scalable Growth Model
ACCELERATE
AND SCALE
THE BUSINESS
Sales Operations
Executive Hiring
Internal recruiting engine
Sales team specialization
How to accelerate sales
team
MAKE IT
SCALABLE AND
PROFITABLE
Forecasting / Pipeline
Mgmt
Business Planning / Quotas
Sales Enablement
How to manage the board
Culture / Team Motivation
SEARCH FOR
REPEATABLE
SALES MOTION
Recruiting
Interviewing
Early sales enablement
Sales Compensation
Revenue
TEAMSTRUCTURE

17. Objectives
Can non-founders /
non-trailblazers
sell this?
Can we create a sales playbook that any
AE can successfully follow? (+2AEs)
What other supporting
roles do I need?
(SDRs, CS, Support)
What does marketing
need to deliver?
Evolve
messaging
Optimize unit
economics
Create business plan
/ financing plan for
the next phase

18. Sales Team Structure
VICE PRESIDENT
or
DIRECTOR SALES
1 ACCOUNT EXECUTIVE
with
TRAILBLAZER
MENTALITY
MAYBE SDR
and / or
CUSTOMER
SUCCESS PERSON
+ 2 More
REGULAR
ACCOUNT
EXECUTIVES
WAIT
+2 MORE

19. Team Structure
VICE PRESIDENT
and/or
DIRECTOR SALES
1 ACCOUNT
EXECUTIVE with
TRAILBLAZER
MENTALITY
+ 2 More
REGULAR
ACCOUNT
EXECUTIVES
+ 2 More
ACCOUNT
EXECUTIVES
MAYBE SDR
and / or
CUSTOMER
SUCCESS PERSON

20. PIPELINE
MANAGEMENT
Know
your
deals
SFDC
is clean
Proud vs
sandbaggin
g
Opportunit
y to learn
Opportunit
y to be
honest
Pipeline
Meetings –
Fun?

21. Commit
is commit
is commit
Best
case
No
weighted
forecasts
Know
your
deals
Share why
accuracy
matters
Clear
forecast
stages
FORECASTING

22. BUSINESS
PLANNING
Top
down
Bottom
up

23. BUSINESS PLANNING

24. QUOTAS
Slightly
lower
OTEs if
necessary
Have
to be
achievable

25. SALES ENABLEMENT
Preboarding
/
Onboarding
Ongoing
training
Sales
Playbook
Sales
Methodolo
gy e.g.
MEDDIC
Create central
knowledge
base &
process to
document
learnings
Standardize
how to
introduce
new product
features

26. Sales Onboarding at the Scaling Phase
Section Titles
• Company
Information
• Case Study
& Stats
• Our Products
• Market Landscape
• Battlecards
• Account
Executive Role
• MEDDIC Sales
Methodology
• Customer
Success
• Business
Development Rep

27. Manage
expectations
What is
your story
Honest and
thoughtful
Help them
help you
Have a
solution
HOW TO MANAGE THE BOARD

28. CULTURE AND
TEAM MOTIVATION
Dash
updates
Awesome
Days
Make it a
home
Share
your
energy
Give
team
a mission
Tools to
handle
conflict
Be a
good
manager
The harder the situation the softer the tone.
Problems are not a problem.
Better every day.

29. Find Repeatable, Scalable Growth Model
ACCELERATE
AND SCALE
THE BUSINESS
Sales Operations
Executive Hiring
Internal recruiting engine
Sales team specialization
How to accelerate sales
team
MAKE IT
SCALABLE AND
PROFITABLE
Forecasting / Pipeline
Mgmt
Business Planning / Quotas
Sales Enablement
How to manage the board
Culture / Team Motivation
SEARCH FOR
REPEATABLE
SALES MOTION
Recruiting
Interviewing
Early sales enablement
Sales Compensation
Revenue
TEAMSTRUCTURE

30. Objectives
Massively
scale the
sales team
Hire a
management
team
Optimize sales
team
productivity
Maximize
sales team
retention
Keep
optimizing
customer
churn
Successfully
introduce
additional
products
And…..
make it
unforgettable!
Expand
internationally

31. Sales Team Structure
CUSTOMER
SUCCESS
TEAM
SPECIALIZED
SALES TEAMS
SMBEnterprise
Partner
Corporate /
Midmarket
VP
SALES
DIRECTOR
SALES
OPERATIONS
1 or several
SALES
DIRECTORS
PRESALES
ENGINEERING
TEAM
SDR TEAM

32. Right
hand or
second
brain
Data,
data,
data
Understand
your
growth
Data,
Analytics,
Insights
Create
operational
playbook
Fast
forward
SALES OPERATIONS

33. EXECUTIVE HIRING
Blueprints
Involve
board
members /
advisors
Retained
search
Extreme
referencing
Best
practices
for
executive
interviewin
g process
Plan
ahead

34. INTERNAL
RECRUITING ENGINE
1 or more
internal
sourcers
Systematiz
e recruiting
rewards for
employees
Recruit
at every
conference
/
customer
event
“House”
agency
that loves
you
1 or more
internal
recruiters
Move
quickly &
strongly
court
candidates

35. PARTNER SALES
Can be
highest
productivity
per head
Deep
relationships
with your
accounts
How to work
with different
types of
partners
How to
compensate
indirect
sales team

36. Different Types
of Partners
1. GSIs
2. SIs
3. Regional system integrators
4. Digital Agencies
5. VARs / VADs

37. How To Accelerate a Sales Team
SPRINT
MODE
CLOSING
MODE
REGULAR
WORK

38. Nuggets of Wisdom
NEVER SAY
Thank You
Show Your
EMOTIONS
DON’T
Follow Up

39. To contact me:
Twitter: @she_travels